There is a huge variety of sales closing techniques out there. However, only choosing the right ones will help you to reach your sales goals.
Closing a sale is the ultimate goal, and if you are good at it, you will be very successful in sales. Nevertheless, closing is the most challenging aspect of the sales process. Why? Because you need to get people to commit, even if it’s to a small order. And people don’t like commitments.
Understanding The Principle Behind The Most Effective Sales Closing Technique
The secret to the successful closing is to get prospects to make smaller commitments as you work toward the big close.
For this, you need to ask your prospects dozen of little yes-or-no questions where the only answer is “yes”. Therefore, during your presentation or pitch people will say “yes” to you over and over again.
When in the end you’re asking them to give you money in exchange for your product or service, it’s easier for them because they’ve already told you “yes” many times before.
This sales closing technique may sound very simple but you have to give it a try and see how effective it is.
Russell Brunson provides examples of such “trial closes” in his “Expert Secrets” book. You can use a handful of them in each of your pitches or presentations.
- Are you ready to get started?
- Are you all getting this?
- Is this making sense?
- Can you imagine if that happened to you?
- You’ve heard them talk about this before, right?
- Isn’t that cool?
- Isn’t that exciting?
- Am I right?
- I’m sure you’ve noticed this too, right?
This list can go on and on.
You need to get used to utilizing lots of little statements that get your audience to think or say “yes” over and over again. The more you can get them to say “yes”, the more likely they will accept the epiphanies you’ve shared with them and the offer you present.